When Shelf-Based Scarcity Impacts Consumer Preferences

Parker, Jeffrey R.; Lehmann, Donald R.

doi:10.1016/j.jretai.2011.02.001

Cited by 154 publications

(162 citation statements)

References 95 publications

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“…We did not measure, screen, or segment our samples on the basis of health orientation for two reasons. First, consumers with strong preferences (for low-calorie or high-calorie dishes, in this case) are rarely affected by contextual elements (Parker and Lehmann 2011;study 5). Such consumers will almost certainly seek out lowercalorie dishes on any menu (and vice versa for those with a strong preference for high-calorie dishes) and, therefore, will be much less affected by a menu's format.…”

Section: Overviewmentioning

confidence: 99%

How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information

Parker¹,

Lehmann²

2014

J Consum Res

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To date the effectiveness of inducing lower-calorie choices by providing consumers with calorie information has yielded mixed results. Here four controlled experiments show that adding dish-specific calorie information to menus (calorie posting) tends to result in lower-calorie choices. However, additionally grouping low-calorie dishes into a single "low-calorie" category (calorie organizing) ironically diminishes the positive effects of calorie posting. This outcome appears to be caused by the effect that grouping low-calorie options has on consumers' consideration sets. When choosing from a calorie-organized menu, consumers are more likely to filter out low-calorie options in the early noncompensatory screening stages of the decision process and, consequently, are less likely to choose low-calorie options. This result disappears when consumers deliberate longer before choosing. These results are important for consumer welfare as well-intentioned restaurateurs (policy makers) may be tempted to institute (mandate) the calorie organization of menus, inadvertently resulting in consumers choosing higher-calorie meals.

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Section: Overviewmentioning

confidence: 99%

How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information

Parker¹,

Lehmann²

2014

J Consum Res

Self Cite

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“…Social proof messages can also be framed differently, for instance by mentioning absolute (large) sales numbers, such as 'this week 3000 people bought [product A]'. Alternatively, social proof heuristics may also be more subtly embedded in the physical environment, by for instance leaving empty wrappers of a particular product (Prinsen, De Ridder, & De Vet, 2013) or varying in supply on shelves (Parker & Lehmann, 2011). Moreover, we can also think of other heuristics that can be manipulated, as there is no reason to believe the current effect is limited to the social proof heuristic.…”

Section: Discussionmentioning

confidence: 99%

Social proof in the supermarket: Promoting healthy choices under low self-control conditions

Salmon

Vet

Adriaanse

et al. 2015

Food Quality and Preference

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a b s t r a c tUnder low self-control conditions, people often favor tempting but unhealthy food products. Instead of fighting against low self-control to reduce unhealthy food choices, we aim to demonstrate in a field study that heuristic decision tendencies can be exploited under these conditions. To do so a healthy product was associated with a social proof heuristic, referring to the tendency to adopt the option preferred by others.A healthy low-fat cheese was promoted with banners stating it was the most sold cheese in that supermarket. A state of low self-control was experimentally induced in the supermarket, and compared to a high self-control condition. Participants low in self-control were more likely to buy the low-fat cheese, when this product was associated with the social proof heuristic, compared to when it was not. This suggests that under low self-control conditions, presenting social proof cues may benefit healthy purchases.

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“…A resource is “any quantifiable entity that offers utility to the individual and has the potential to be depleted or consumed” (Cannon, Goldsmith, & Roux, ). In consumer contexts, products are resources that can be naturally or artificially limited in availability, including food (Parker & Lehmann, ; Van Herpen, Pieters, & Zeelenberg, ). For instance, chocolate can be naturally scarce when referring to a specific variety of cocoa only grown in parts of the world, making it limited in quantity (Sevilla & Redden, ).…”

Section: Theoretical Developmentmentioning

confidence: 99%

Scarce Foods are Perceived as Having More Calories

Salerno

Sevilla²

2019

J Consum Psychol

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People vary dramatically in their calorie estimates of food depending on the information available to them. Prior research has focused on information that is normatively relevant to the number of calories a food contains (e.g., fat content, serving size). The current research examines whether information that is normatively irrelevant to the number of calories a food contains-such as its availability-might also shape people's calorie estimates. Three studies found that a food perceived as limited in availability leads people to estimate the food to contain more calories. Serial mediation analyses revealed that this effect occurs because scarce food is seen as more valuable and expensive, which subsequently induces feelings of resource deprivation. This sense of resource deprivation, in turn, leads to motivated perception, whereby higher calorie estimates are the result of people wanting to acquire more resources. The findings provide insight into the psychology of scarcity and underscore the importance of understanding how contextual factors shape people's calorie estimates and the psychological mechanisms that drive them.

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When Shelf-Based Scarcity Impacts Consumer Preferences

Cited by 154 publications

References 95 publications

How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information

How and When Grouping Low-Calorie Options Reduces the Benefits of Providing Dish-Specific Calorie Information

Social proof in the supermarket: Promoting healthy choices under low self-control conditions

Scarce Foods are Perceived as Having More Calories

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